Dave Michels is one of my favorite industry pundits. Behind the curmudgeonly exterior resides a very shrewd mind with often key insights. He knows intimately where technology has been and where it is going, often ahead of the “in the know” pack.
Dave is especially adept at sounding the death knell for those industries he views as behind the curve as well as woefully behind the times. In his sights for quite awhile has been premises-based communications.
Dave’s most recent bow shot, “Premises-Based UC is Over”, lays out several specific reasons why the channel should look hard at moving its customers to cloud communications solutions.
Where I most agree with Dave is in his belief that moving communications to the cloud is a marathon, not a sprint. He is not suggesting that we turn off the legacy system light switch tonight and return tomorrow morning to what some consider the immediate splendor of life in the cloud.
And while forceful in his tone, Dave is not serving up a fire and brimstone, scare tactics rant. Instead, his is a reasoned approach that I believe is worth mulling over.
Dave recognizes, as do we, that there is more than a little gear out there that can still be monetized. And, if the ROI makes sense and a business case can be made, your customers might be best served hanging on to this equipment for a while and possibly even upgrading it.
But most within the technology industry, as well as increasingly the business community, agree that the traditional communications equipment light is dimming – quickly. Included in this pool are very likely at least some of your customers and prospects.
Herein lies the opportunity for the channel generally and for you, specifically.
To start, begin a dialogue with your customers about the benefits cloud services may represent for them. One might be a way to significantly reduce the upfront costs associated with communications system acquisition. Another could be the elimination of blinking boxes that need human oversight. Redeployment of these otherwise stranded IT assets to other, more strategic initiatives could very well help drive broader business outcomes.
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